Technology Solution Architect  - Pre-sales Engineer

Oracle Solution Architects bridge the gap between business and technology –speaking the value language of business and technology C‐level individuals. They combine a deep understanding of technology, applications, industry best practices, business processes and architectural patterns to drive IT transformation initiatives that meet the business objectives of our customers.

The role is predominately a Pre­Sales role, an intrinsic part of the Sales team and have a single focus on positioning Oracle’s Solutions at the heart of the largest Transformation projects. Common customer opportunities and projects will include but are not limited to data consolidation, big data initiatives, business integration and customer experience management.

Good commercial sense is a key requirement, as we aim to grow our presence, presenting our solution should always reflect the immediate and long term benefit for our customers. A pro-active attitude and a bias for action are key characteristics that we are looking for.

As a solution architect pre-sales consultant you have the chance to develop in a very broad spectrum, ranging from product expertise, customer interaction, communication and general IT market knowledge.

Successful a solution architect pre-sales consultants are in high demand and have the opportunity to pursue a career path both in pre-sales and in many different IT and non-IT functions.

 

Responsibilities

• Provide support as Solution Architect to multiple sales teams and lines of business (both proactive and reactive) to identify the best Oracle solution for their customer's business needs and to position Oracle’s Technology & Cloud Strategy and Solutions as key differentiator in sales cycles;
• Engage with customers by translating their business needs into appropriate Oracle solutions;
• Present and articulate features and benefits of Oracle technology solution to business and technical customers;
• Create and deliver presentations, customized demonstrations, seminars and workshops to customers and partners, as well as public events;
• Setting up and leading diverse teams (local / remote, technical / non-technical profiles), in order to address high-profile sales engagements from a pre-sales point of view
• Design, plan and deliver Solution Demonstrations, Proofs of Concept and Benchmarks.
• Become the technical solution expert for a designated solution area;
• Contribute technical responses for Invitations To Tender (ITT), Requests for Information (RFIs) and Requests for Proposal (RFP);
• Define infrastructure architectures and solution proposals, using Value Selling techniques;
• Recognize and communicate opportunities to up sell based on solutions insight;
• Keep abreast of all new products, market trends, future directions and the competition for areas of focus;
• Maintain up to date, relevant knowledge of competitive solutions and winning strategies;
• Actively develop product expertise;
• Ongoing education and training of the sales force on Oracle technologies and solutions;
• Document and share lessons learned and best practices;
• Collaborate with other pre-sales teams to drive business results, enhance win rates and better customer propositions;
• Operate in line with all Oracle processes and procedures.

 

Requirements:

We are looking for a professional with solid experience as Technology Solution Architect, able to understand the customer issues in the software infrastructure space, to design solutions that match the evolving market needs and with a deep competence in all the technologies typically involved in a modern architecture for the digital transformation and roadmaps.

Knowledge and background in enterprise scale infrastructure architecture, data architecture, middleware architecture, and specific Oracle technology solution offerings is strongly preferred. 

Others key requirements are:

• Self-motivated and able to work on own initiative, as well as be a strong contributor in a team environment;
• Natural drive to learn and pick up new challenges;
• Good understanding of the IT market/trends;
• Creative, innovative and analytical thinker with a proven ability to translate complex business needs into feasible, valuable solutions;
• Effective at communicating with excellent presentation skills;
• Good at building strong relationships within Oracle, with partners and with key stakeholders in customers;
• Strong at planning and organizing with a very good ability to meet project deadlines;
• Knowledgeable of sales methodologies, processes and disciplines and have the ability to positively contribute towards sales processes;
• Results orientation, not satisfied until the job is done with the right quality;
• Initiative, signaling areas for improvement and propose suggestions pro-actively;
• Energetic, driven, and positive personality;
• High degree of personal motivation, enthusiasm and commitment;
• Passionate for technology.

 

Skills required:

• Wide background including architecture, implementation and delivery of large‐scale hardware and software systems in real­world situations
• Wide background including architecture, implementation and delivery of different Cloud projects in real­world situations  
• Wide knowledge of IT market and trends
• Minimum 6-8 years experience in IT or Business Consulting 
• Specific knowledge of Oracle and competitor hardware solutions is an advantage
• Specific knowledge of Oracle database and middleware technology is an advantage
• Specific knowledge of Oracle applications is an advantage 
• Detailed knowledge of architectural approaches including consolidation, cloud computing, virtualization, disaster recovery, information management, big data, java applications, Oracle and non Oracle applications
• Significant C­-level presentation experience

 

Required qualifications

• Degree in Computer Science, Engineering or equivalent;
• Background from pre-sales, inside sales, or as a consultant;
• Proven experience working in the IT industry as Technical Architect, Solution Architect or Engineer;
• Excellent verbal and written communication skills and persuasive skills essential;
• Fluent in English;

 

Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.

As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).